SDP iGCDP #3

ICX Basics, Cold Calling

survey analyzes

0

5

10

15

20

25

30

ProductKnowledge

MarketKnowledge

Cold Call

Meeting

Follow Up

Negotiation

CustomerRelationshipManagement

Upscaling

Poor

Below Average

Above Average

Excellent

Poor Below Average Above Average Excellent

10% 43% 43% 4%

Agenda

• i. Homework Check In

• ii. Why GCDP

• iii. Emotional Intelligence

• iv. Cold Call

• v. Alumni Call

• vi. Warm Call

• vii. Expectation

• iix. Team Motivating

Homework Check-In

• What is your:

– i. a)Sub Product Focus (project, ad hoc)

• b) Market (NGO, Orphanage, School)

– ii. What is your target for calls, meetings, follow

up meetings

– iii. How many high potential TN takers are on

your list?

Tell me why?

Three Circle Values of GCDP

Market Value

Organizational Value

Personal Value

Personal

learning of

young

individual

relevant to

society

actions

providing

leadership

Sales Flow

Emotional Intelligence

What is Emotional Intelligence?

• i. understanding a person other than by

visual perception

• ii. Association of targeted person with

particular category

• iii. Increased level of preparation through

association

4 Different Emotional Intelligence

Colours

Define Your own Colour

C0nflicting Emotional Intelligence

Colours

Message

Simplicity

Clarity

Calling

• i. Cold

• ii. Alumni

• iii. Warm

Cold Calling Introduction

Introduction

Closing Strategy

When in Doubt

Delays

Objections over the Phone

Booking Meetings with Alumni, and

interesting tools

Bottlenecks

How to Tackle the Bottlenecks

Email Template (sorry if it’s a little

bit long)

Alumni Call Procedure

Booking Meetings with Warm

Contacts

Conversation – Ask Questions –

Directed Flow

• “I’, calling you today, because of”

Closing Strategy

When in Doubt

stay calm

responsibly ask for the meeting

don’t be too nervous they are people too on the other side

Objections over the Phone

You Limit Yourself

Expectations from you as sellers of

ICX

Tasks before next meeting

Minimum KPI

(Key Performance Indicator)

at least 2 call days in office

with all members

one person arrange at least 3 meetings in

one week

How to motivate your ICX/Sales

Team

Next meeting

• #tobethebestcasepractice

Let`s recap

Cold callWarm|Alumna

call